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Collaboration Case Study: Expanding Product Mix

This article is part of the MDM series: The Shifting Competitive Landscape.

To expand the products it could sell without the expense of carrying inventory, San Antonio-based Labatt Food Service collaborated with Ace Mart, a restaurant equipment and supplies distributor. This case study looks at how the two approached the collaboration and the challenges that have gone with it. It also looks at a second collaboration Labatt has built with other distributors to serve customers that have moved to geographic areas it does not serve.

Restaurant equipment and supplies distributor Ace Mart’s original relationship with San Antonio, TX-based Labatt Food Service was as a traditional supplier and an occasional provider of special-order items. About six years ago, Ace Mart, which is based primarily online, proposed a way to simplify how customers can order Ace Mart products through Labatt.

Labatt’s customers are now able to


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